If there's one thing we know, it's that salespeople are talkers. We can say from experience because our sales team here at New Breed is a talkative bunch. All day we can hear them in the conference rooms, we can hear them in the kitchen, we can even hear them talking in the hall sometimes. Just talking, talking, talking.
So with all those words swirling around in your head, how do you always know the right thing to say? What words encourage the sale and what words are you using that could actually be hurting your sales pitch? Wouldn't it just be easier if you had a list of those bad words so you could be sure you keep them out of your head?
Well today you're in luck! We're sharing a list of 25 words you should be avoiding in your next sales pitch. Some of these words may seem obvious, we think there are some in here that will be a little bit of a surprise. So let's have a look and then go close some deal!
It implies that everything you have said before isn't truthful.
Contracts seem very final, instead say something like "agreements".
Instead of "buy", try "own" in order to show the end value of purchase. Your buyer isn't just throwing money out the window, they're exchanging in order to own your product.
When you hear this word, the immediate reaction is negative, use "challenge" instead.
Call your leads "future clients" instead.
It shows that you're not sure, so why would they be? Be 100% behind what you're selling.
Using any negative when you're referring to your product or service is a no.
Some people may take this as a condescending word, as in they're not smart enough to understand.
It implies you're just trying to close the deal to hit your numbers and don't actually care about solving for their challenge.
Again, you need to be confident in your sales pitch, so using words like maybe don't help your cause.
You need to position what you're selling as valuable (even if you think it's cheap) or you'll never close the deal.
This could make them feel like there are other options, use "total investment" instead.
Just like "maybe" you don't want to sound wishy-washy in your sales pitch or next steps.
A guarantee doesn't really mean anything, instead use the stronger word, "warranty".
This can devalue your entire deal, so refrain from using this whenever possible.
Great, now someone can find what you're selling at a lower rate? Not what you want.
Don't bring up your competitors, position your product or service in a way that shows your buyer it meets their needs and will exceed their expectations.
"Price" may make them think they can shop around, again here use "investment" instead.
What a terribly negative word. This goes without saying, just don't use it.
Use "areas of concern" instead.
21. Sign or Signature
Rather than asking them to "sign" a document, ask for their approval instead.
Everyone knows salespeople are working for themselves, but don't make it blatantly obvious that you're going to make money off the sale.
A pitch is too salesy, instead refer to it as your presentation.
Instead call them "clients" or "people we serve".
Not everyone is looking for advice. Instead, say that you or another client "had a similar experience in the past".
Sources: Inc.com, LinkedIn, Alen Mayer, Sales Coach AZ
Patrick Biddiscombe is the CEO of New Breed. He also spearheads our Revenue department and his background and skills in sales and inbound strategy has contributed immensely to the success of New Breed and our customers' growth.